PSYCHOLOGICAL VARIABLES IN NEGOTIATION

被引：3

作者：

ANTONIDES, G ^{[1
]}

机构：

[1] ERASMUS UNIV,DEPT ECON,3000 DR ROTTERDAM,NETHERLANDS

来源：

KYKLOS | 1991年 / 44卷 / 03期

关键词：

D O I：

10.1111/j.1467-6435.1991.tb01759.x

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Individual psychological and social-psychological variables in negotiations are considered and classified. A distinction is made between perceptual, evaluation and information processing factors. These factors may transform the objective payoffs (the results of negotiation) and may also include additional subjective information. The psychological variables affect the utilities of the outcomes of negotiation and might explain results not predicted by economics or game theory.

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页码：347 / 362

页数：16

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